saas.unbound How to sell your SaaS: from LOI to exit with Pavel Prokofiev and Juan Ignacio García Braschi
Oct 13, 2025
Juan Ignacio García Braschi, founder of L40, and Pavel Prokofiev, head of M&A at saas.group, dive into the intricacies of selling SaaS businesses. They tackle common founder concerns about valuation and buyer fit, emphasizing the importance of buyer vetting. The duo explains the nuances of deal structures and the significance of preparation for sale. They also discuss AI's role in valuations and the impact of personal chemistry in deal-making. Their insights offer a roadmap for founders navigating the M&A landscape.
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Episode notes
Prioritize Buyer Fit Over A Price Number
- Ask about valuation but focus first on buyer fit and process expectations.
- Clarify post-acquisition role and buyer intent early to reduce anxiety.
Build Buyer Relationships Early
- Start building relationships with potential buyers years before an exit to shape timing and valuation.
- Use an advisor to scope the market and direct you to buyers who'll pay the best for your profile.
Verify A Buyer's Ability To Close
- Verify a buyer's ability to close by asking for proof of financing and deal approvals.
- Request documents showing debt facilities or funding to avoid offers that can't close.